Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations - whether they involve multimillion-dollar deals or improving your next salary offer.
What sets negotiation geniuses apart? They are the men and women who know how to:
This audiobook gets "down and dirty". It will give you detailed strategies, including talking points, that work in the real world, even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
©2007 Deepak Malhotra and Max H. Bazerman; (P)2007 Tantor Media Inc.
"An absolutely brilliant negotiation framework and tool kit of negotiation strategies." (Stephen R. Covey)
"Malhotra and Bazerman are offering a heck of a deal: for a handful of dollars, you can buy a book that invites you into a classroom conversation at the Harvard Business School - an experience that would normally cost fistfuls. This is a classic win-win bargain. No wonder they write so well about 'negotiation genius.'" (David Gergen, former U.S. presidential adviser; Director, Center for Public Leadership, John F. Kennedy School of Government)
The narrator has a slow and monotone voice which makes it difficult to keep interest and continue to listen. The content is good. However, the unabridged version may be the better route to take, having been shortened.
Yes it is a "long" listen and I chose this book in a time where I was going through some family communication issues and wanted to quickly cover the entire book. I played it in my car, on my ipod, and docked it in my house. After five days I finished both parts and could not be more pleased! I loved all case studies shared to explain response probability!
A good book if you haven't been exposed to negotiation tactics before. A number of their theories are supported with studies and they even used an example from a favorite of mine, Moneyball. It is a bit of negotiations mixed with sales and psychology. If you've been successful in a sales capacity before, especially at a high level, you will know most of this stuff already but it's not a bad refresher.
The good: The content was conducive to an audio book. I also have this on my Kindle app for the iPad, which is better if you want to take notes. Very much enjoyed the narration as well. Speed 1 was comfortable, but I cranked it to 1.5, then to 2, then to 3 for quick absorption and the narration held water on all speeds as did the content.
The bad: The chapters did not line up to the chapters in the actual book. Very annoying. That needs to be fixed.
The book is very good, very structured but uses many examples with figures and complicated structures. If you cannot follow it with 110% attention you rather get the printed version to follow the examples better.
For the potentially interested reader, I'd recommend checking out some of Deepak Malhotra's youtube lectures. They are representative of what you get in this book. (In my case, I was impressed with the lectures and so I bought the book.)
Negotiation Genius reminded me of Getting to Yes (both Harvard Business School products) in terms of its win-win value creation strategies, its emphasis on information gathering, and explanation about why its important to put yourself in the shoes of the other side. While the book generally discourages "tactics" as the most effective way to negotiate, it explores several tactics/influence strategies that you may encounter and how to deal with them. It also explores how irrationality and bias can impact negotiations and coping strategies.
The content will be most valuable to those who conduct negotiations with "value creation" potential (aka "win win" solutions). Many of the examples in the book show how value can be created for all parties involved even where that possibility is not at all obvious.
I'm a lawyer and while there can be some settlements with value creation potential, often negotiations take place in a zero-sum world (especially in tort cases). Even so, I found much of the content here informative and, I hope, useful. It may be there just isn't that much to say about zero sum negotiation (and what there is to say, this book covers well in its first chapter). Namely, calculate the range where you would consider settling (taking into account your best alternative to negotiation or BATNA); calculate the other side's range where it'd consider settling (taking into account its BATNA); then, try to claim as much of the part of the two settlement ranges that overlap as possible ("claiming value")...all the while gathering information to confirm that your assumptions are accurate.
Some reviews were negative about the narrator. I thought he was just fine. I generally prefer listening at 1.5x or 2x and found the narration comfortable at both speeds.
Not really. The book has interesting content, but it's incredibly hard to follow along. The narrator is extremely monotone and makes a good book terrible.
The real life stories.
A new narrator.
I have used its applications in real world business already.
I'm an older "Techie"
Depending on the subject... if it was something I needed to understand better, I would.
Yes, this is an excellent skill that can be learned.
No this is an instructional book
I really wanted to like this book. I got this one because i plan on getting a car soon and i wanted an edge.
This book is more for people who negotiate for a living, and was not very helpful at all for what i was looking to do.
Although i did find two things useful, "anchoring" (the reason car dealers use MSRP), and contingency clause (not useful for the car but possibly useful for other negotiations)
The book is a little dry and i could only take it down in bite sizes (30 min here and there).
Overall there is some useful info for those Negotiation pros out there, but not really for the beginner or novice.
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